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Competitive Compensation Design to Drive Culture

Challenge

A well-known consumer fashion brand was facing multiple consecutive years of negative profitability in retail stores and realized that a true sales culture would be needed to improve the customer experience and expand revenue.  After failing in the past to implement a commission-based compensation structure, outside help was needed to design a plan in 30 days that would drive the necessary cultural change while minimizing financial risk.

Actions 

  • Undertook an accelerated-pace competitive study to benchmark industry compensation structure and the brand’s competitive positioning.
  • Distilled complex strategic best practices into a nuts-and-bolts commission plan designed to reward individual performance while building a collaborative sales-driven team environment.
  • Modeled in-depth financial projections and evaluated 50+ outcome scenarios to find the optimal balance of risk and reward.

Results

  • In one month, achieved four major milestones delivering commission structures at increasing levels of granularity, enabling client to improve the Board’s confidence while setting realistic expectations for change.
  • Board approved the launch of a 5-month pilot program projected to net an additional $2M in revenue while reinforcing a sales culture.

“DataKey, you did a FANTASTIC job pulling this together.  You accelerated your deliverables to meet our time demands without sacrificing quality at all. We are ready to move forward - thank you for your team’s efforts.”

– President of Retail Sales for nearly 1000 US concept stores

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